Developing Sales Role-Play Certifications

When sales reps meet a customer or prospect, they don’t always know what to expect and must draw on their skills to achieve a successful outcome. Sales enablement and sales leadership can use certification to help reps rehearse and practice these skills, which increases the effectiveness of the entire sales force. In this report, we examine the factors that B2B sales functions must consider when developing role-play certifications, along with the characteristics of three major role-play formats.